商業(yè)合作談判實(shí)例
在一個(gè)商務(wù)宴會(huì)上，一家計(jì)算機(jī)制造商的代表Mark Davidson和一家大型IT企業(yè)的采購(gòu)部經(jīng)理 Vicki Carmichael在討論一個(gè)商業(yè)建議。
Mark: Hello, Ms Carmichael. Please sit down. Would you like a cocktail?
你好，Carmichael女士。請(qǐng)坐。來(lái)杯雞尾酒嗎?
Vicki: A dry martini, please. You can call me Vanessa. May I call you Mark?
我要一杯干馬提尼酒，謝謝。你可以叫我Vanessa。我可以叫你 Mark嗎?
Mark: Of course. Now, if you don't mind, Vanessa, I'd like to discuss some business before dinner. As the executive summary in my proposal shows, I think our new line of graphics workstations are exactly what you need. In fact, they're less expensive and more powerful than your stated requirements.
當(dāng)然。Vanessa，如果你不介意的話，我想在宴會(huì)開始前和你討論一下我們的合作事宜。就像我在建議書的大綱中所提到的那樣，我們新的一系列制圖工作站正是你們所需要的。事實(shí)上，它們比你們所要求的更便宜，更先進(jìn)。
Vicki: No problem with that, Mark, but I question your objective of using a new operating system. That means new software and retraining.
這個(gè)沒(méi)有問(wèn)題，Mark。但我對(duì)你在目標(biāo)一欄中所說(shuō)的使用一套新的操作系統(tǒng)不太理解。你所說(shuō)的也就意味著我們需要使用新的軟件和進(jìn)行人員再培訓(xùn)。
Mark: Most of your existing software will work on the new system. The new software takes full advantage of our hardware and operating system combination, and will give your users the tools they need to increase productivity.
你們現(xiàn)有的大多數(shù)軟件都可以在我們的系統(tǒng)上使用。新的軟件充分利用了我們的硬件和操作系統(tǒng)組合，可以為你們的用戶提供提高工作效率所需的`工具。
Vicki: I do like your proposed methodology of implementing in three phases. That's important for easing the impact to our users. Now, based on the assumption that they will need more power again in a few years, I need lots of expansion capability. Our capital expenditures on hardware and software have mushroomed over the last 5 years, and my CEO wants me to rein in our costs.
我非常喜歡你提出的分三個(gè)階段實(shí)行的方法。這對(duì)于減輕對(duì)我們用戶的沖擊很重要。根據(jù)你們的設(shè)想，用戶在幾年后會(huì)需要更有效的工具，所以我們需要擁有很大的擴(kuò)展力。我們的軟硬件資本開支在過(guò)去的五年中迅速增長(zhǎng)，所以我們的CEO要求我們控制我們的開銷。
Mark: You'll be able to upgrade at relatively low cost to cover all your needs for the foreseeable future. Our hardware is very reliable, and the service contract gives you 24-hour on-location service for a full 3 years. Our growth impact studies show that cash flow expenditures over a 5-year period should be 35% less than other high-end workstations on the market.
用我們的產(chǎn)品，你們可以在將來(lái)以低成本進(jìn)行升級(jí)，以滿足你們的需求。我們的硬件非常可靠，而且，在三年內(nèi)我們還提供24小時(shí)的上門服務(wù)。我們對(duì)經(jīng)濟(jì)增長(zhǎng)影響的研究顯示五年內(nèi)的資金流動(dòng)支出將是35%，低于市場(chǎng)上其他的高級(jí)終端工作站的花費(fèi)。
Vicki: That's music to my ears, Mark. Looks like we can do business together. Cheers!
聽(tīng)起來(lái)很不錯(cuò)，Mark�？磥�(lái)我們可以合作。干杯!
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